If you are trying to protect and grow your current client business and prefer to follow a proven sales process rather than running by the seat of your pants, then Marcus Cauchi from Sandler Training has a gem of a technique for you.
In this short 6 minute video Marcus reveals what he describes as a meeting agenda; a 5 step process called RECON you can follow during a conversation with the client to help ensure:
* You spot potential problems in your relationship early on so you can make any changes needed
* The conversation leads to the client telling you what project they’d like you to work on next rather than you spending time on unnecessary proposals
* You don’t come across as desperate for more business but rather focussed on your client’s needs
Please let me know when you have implemented this technique and the results you have received by popping a comment in the box below.
